Overview:

A good sales engagement starts with understanding your customer or prospect. The Insight-Business module provides the tools to quickly and efficiently research your customer. This allows you to have business led conversations on subjects that are important to them. Insight comes in many forms including understanding your customers competitive strength, their market strategy, the forces acting on their business, the key decisions they are taking, their strategy, their organization, their culture, their policies, and more.

Learning Outcomes:

• Use tried and tested business tools to understand your customer
• Be able to interpret analysis and make meaning of the research
• Be able to relate research and analysis with a customer engagement plan
• Build unparalleled credibility in your customers eyes through your understanding of their business

Who this course is for:

Sales people, sales managers, business development, sales engineers, sales support. Any customer-facing representative engaged with customers, needing to talk about the customers agenda rather than our agenda. Benefits to you: Build credibility quickly with key contacts within your customer or prospect, and at the same time differentiate yourself from your competition. You will be seen as a consultative business partner who brings value and an external perspective. You will be able to identify new opportunities to align with your customer and propose more creative and larger deals.

Benefits to your organization:

By empowering your sales organization to have business led conversations and meetings with your customer, your sales team will be better positioned to qualify opportunities and focus on opportunities they can win. By having insight in to their customer’s business, sales people will be able to identify new opportunities and to focus on real, relevant, current business value.